Are You Listening to Prospective Customers?

Amanda Steinberg

Here’s my sales tip rant for the day: Respond to your sales prospects in the way they’ve requested.

If they ask for more information, email it. If they ask for a reference, send it. If they say, “Please email me, don’t call me,” don’t call!

It’s a pet peeve of mine because I’ve noticed that when I ask for specific follow-up, the person rarely responds in the way I requested. 

Example: I recently asked a recruiter to email me instead of calling me to check in. He called me back anyway. And he lost my business. 

Follow this simple rule and you’ll be surprised how much more quickly your pipeline will fill—and how responsive your prospects will be.

Deal flow. How can you improve your follow-through?